Question 1

Establishing a travel pattern to be used for working your territory is called:

Accepted Answer

Establishing a travel pattern to work your territory is called routing. It involves planning the most efficient way to visit customers and prospects in a specific area.

Question 2

Which of the following rules should a salesperson adopt in order to have more productive lunch periods?

Accepted Answer

Monitoring the time is important to avoid taking up too much of the buyer's day and being respectful of their schedule. Conducting a sales presentation during lunch may not be appropriate as it can be seen as intrusive and disruptive to the purpose of the meeting. Having an alcoholic drink or offering to purchase one for the customer may not be appropriate or professional. When lunching alone, it is important to use the time productively and either review notes or prepare for upcoming meetings.

Question 3

Which of the following statements about routing is true?

Accepted Answer

The answer of Which of the following statements about routing...

Question 4

Ezekiel delivers pesticides to farmers' cooperatives.When planning his daily routing pattern,Ezekiel prefers to start with the customers furthest away and work his way back to his company's office.Which routing pattern is followed by Ezekiel?

Accepted Answer

Ezekiel follows the approach of starting with the customers furthest away and working his way back to his company's office. This routing pattern is known as the farthest first approach or the farthest neighbor algorithm, which follows a straight-line route. Therefore, the best choice is A, straight-line routing.

Question 5

M & N Enterprises uses strict route designs for its large sales team.M & B most likely wants to:

Accepted Answer

Strict route designs for a large sales team suggest a focus on improving territory coverage. This suggests that M & N Enterprises is aiming to maximize the sales team's ability to cover as much ground as possible in a consistent and efficient manner. This will likely help the company to reach more customers, which can lead to increased revenue and growth.

Question 6

As the sales rep for Electrolux appliances plans her activities for the next week,she is establishing a certain day and time to visit each customer's place of business.She is engaged in the process of:

Accepted Answer

The process being described is scheduling, as the sales rep is determining specific days and times to visit each customer's place of business. The other options (networking, customer time allocation, customer sales planning, and routing) do not fully capture the nature of the rep's activity.

Question 7

The cloverleaf pattern:

Accepted Answer

The cloverleaf pattern involves a salesperson driving out and back on one "leaf" or route in the same day, resembling the shape of a cloverleaf.

Question 8

During a salesperson's _____,her actual performance is compared with the performance standards set for her sales territory.

Accepted Answer

Territorial evaluation is the process of comparing a salesperson's actual performance with the performance standards set for their sales territory. This helps to identify areas where the salesperson may need improvement, and can also help to identify areas where they are excelling. This information can then be used to set goals and objectives for the salesperson going forward. The other options listed are not typically used in the evaluation of a salesperson's performance.

Question 9

Which of the following activities would be LEAST appropriate to conduct over the telephone?

Accepted Answer

Closing sales often requires face-to-face interaction or at least written agreements to ensure clear communication and avoid misunderstandings or disputes. Telephone calls can be less formal and may not provide the necessary level of detail or confirmation.

Question 10

Some companies give their salespeople strict formal route plans in order to:

Accepted Answer

Formal route plans help salespeople cover their territory systematically and efficiently, ensuring that they are visiting all customers and not missing any potential opportunities. This can improve overall territory coverage and increase sales.

Question 11

Which of the following statements about routing reports is true?

Accepted Answer

Routing reports allow sales managers to know the location of the salespeople, helping them monitor activities and manage the sales territory effectively. Option A is incorrect as routing reports can be filed weekly, bi-weekly, or quarterly, depending on the company's requirements. Option B is incorrect as route reports are usually required when overnight travel is involved. Option C is incorrect as salespeople are usually required to specify times and accounts on routing reports. Option E is incorrect as some companies provide salespeople with certain latitude while routing.

Question 12

Mark Adams is a salesperson with a pharmaceutical company.Mark divided his territory into four sections as shown below.What is the major flaw in arranging the accounts in this fashion?

Accepted Answer

The answer of Mark Adams is a salesperson with a...

Question 13

Donovan's sales territory encompasses the entire metropolitan area of Seattle.Which of the following routing patterns is Donovan likely to use when selling to customers in Seattle?

Accepted Answer

The answer of Donovan's sales territory encompasses the entire metropolitan...

Question 14

The three basic routing patterns are:

Accepted Answer

The three basic routing patterns are straight-line, cloverleaf, and major-city.

Question 15

Which of the following statements about using the telephone for territory coverage is most likely TRUE?

Accepted Answer

Phone calls can replace some personal visits to geographically distant accounts. By using the telephone, salespeople can save time and money on travel expenses while still maintaining regular contact with customers who are located far away. However, it is important to balance phone calls with in-person visits to maintain a strong relationship with customers.

Question 16

Which of the following activities is NOT an appropriate thing to do while you,the salesperson,are waiting to see a buyer?

Accepted Answer

The answer of Which of the following activities is NOT...

Question 17

The most critical factor to be considered when setting up a sales route is:

Accepted Answer

Travel time is the most critical factor when setting up a sales route because it directly impacts the number of stops a salesperson can make in a day, the amount of time they have to spend with each customer, and the overall efficiency of the route. While other factors such as distance, fuel consumption, and traffic signals are important, they are ultimately secondary to ensuring that the route is time-efficient. Sales experience may be important for an individual salesperson, but it is not a factor that affects the overall effectiveness of a sales route.

Question 18

Which of the following would be a good rule for salespeople to follow in handling their paperwork?

Accepted Answer

Finishing paperwork during non-selling times and evenings allows salespeople to focus on sales presentations when they are with clients, rather than being distracted by paperwork. This ensures they are making the most of their time with clients and not missing out on potential sales.

Question 19

A company uses formal route designs to:

Accepted Answer

The answer of A company uses formal route designs to:
...

Question 20

Which of the following statements about using the telephone for territory coverage is INCORRECT?

Accepted Answer

Telephone sales are not developed to replace personal selling, but to supplement it. Personal visits are still necessary for building long-term relationships and providing personalized service.

Quiz 14: Time, territory, and Self-Management: Keys to Success